Star sales personnel does not guarantee maximum sales. Instead, the organisation becomes highly dependent on him to get the desired revenues. High sales should not be a flash in the pan but needs to be regular and sustainable. Achieve this through Absolute Revenue Management.
Sales Strategy & Channel Management
The driving motive of doing this would be to create sustainable competitive advantages, maximize revenue and enhance profitability. Nimble would leverage quantitative and qualitative tools to create / audit the strategy . This would include collecting and analyzing the internal performance data, looking at business models, environment study. This would be based on data, interviews and research. Depending on the focus of the company i.e. B2C, B2B, B2G or B2I one would decide the channels. Each channels needs to be optimized for the product revenue mix.
Brand & Communication Management
Branding strategy has an impact on the over all functioning of the organization. This defines the value proposition and the communication with the decision makers and decision influencers. Influence and effectiveness of Brand needs to be continuously evaluated. Nimble would study the brand and communication against their consistency, usefulness, accuracy and impact on sales.
Process Design & Implementation
Overall sales objectives including the channel sales expectations can be achieved only through efficient sales processes.
Nimble also supports organization in training, implementation and monitoring of the processes. Nimble looks at processes to ensure that they are not merely operational but also support continuous improvement.
Skills, Targets & Compensation Management
Any strategy or process can not be executed without the availability of right skills. Measurability of the sales team and individual performance of the team members can ensure fare rewards and compensation. Skilled and performing employees can only be retained if they are adequately and fairly compensated—in line with the industry norms. Nimble, assists organization to define the targets which are in line with the strategy of the organization, create a compensation strategy which includes the combination of salary, commissions / incentives and bonus. In addition Nimble also creates appraisal system which would cater to the succession planning and skills enhancement of the sales team.
ARM ENSURES THAT YOUR ORGANIZATION IS MAXIMIZING SALES AT ITS BEST—IN SUSTAINABLE AND MEASURABLE MANNER DRIVEN BY SYSTEMS AND PROCESSES RATHER THAN ONE CHANNEL OR KEY EMPLOYEE.
REDUCE YOUR DEPENDENCY AND RISK!